Setting Objectives and Measurement Criteria

Objective setting and performance standards are linked by an information system.

Objectives Setting

  • Sales Forecasts - Should be related to type and level of support, combination of past experience, present fact and future judgement.
  • Variable Gross Profit - Many factors can affect its outcome
  • Expenditure Levels - How much to spend to achieve sales forecast. How should total resource be most effectively distributed.
  • Change in one variable will effect the others... objective setting dependant on judgement.
  • Performance Measurement

    Good management is the ability to improve decisions by delaying them until the last possible moment to allow maximum information input to reduce uncertaintly.

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